Sales Methodologies: Best Practices For Enterprise Selling

Apply sales methodology and sales process best practices to the modern enterprise selling organization

What you'll learn
Differentiate between popular enterprise sales methodologies and clarify the difference between sales methodology and sales process
Understand the top challenges for enterprise sales organizations today and how a sales methodology can address those challenges
Outline the evolution of sales methodologies and the context in which they arose
Review the benefits and challenges of popular sales methodologies like Strategic Selling, SPIN, Solution Selling, Sandler System, MEDDIC, and Challenger Selling
Discover best practices for using sales methodologies in modern enterprise sales organizations
Create a customized plan for incorporating sales methodologies into your organization's sales process
Requirements
Students should have some exposure to enterprise sales as either salespeople, sales managers, or corporate leadership.
Description
Confused about old and new enterprise sales methodologies? Which is best for your environment? What are the pitfalls in mixing and matching or even developing your own customer sales methodology? This course is about clarifying and differentiating various popular sales methodologies (Strategic Selling, SPIN, Sandler, Solution Selling, MEDDIC, and Challenger) and their applied context within the ideal sales process of today's enterprise sales organizations. Students will learn and appreciate these various program legacies, but also learn how today's best sales organizations are applying custom sales methods and processes for their own unique enterprise sales environments.

Overview

Section 1: Introduction to Sales Methodologies

Lecture 1 Welcome to the Course

Lecture 2 Exercise: Rate Your Current Understanding of Sales Methodologies

Lecture 3 Sales Methodologies Defined

Lecture 4 Top 10 Enterprise Sales Challenges

Section 2: The Evolution of Enterprise Sales Methodologies

Lecture 5 A Historic Timeline of Sales Methodologies

Lecture 6 Understanding Strategic Selling™

Lecture 7 Understanding SPIN Selling™

Lecture 8 Understanding Sandler System™

Lecture 9 Understanding Solution Selling™

Lecture 10 Understanding MEDDIC/MEDDPICC

Lecture 11 Understanding Challenger Selling™

Section 3: Effective Sales Engagement Process Management

Lecture 12 Best Practices for Enterprise Selling Today

Lecture 13 The Customer Buying Process and Sales Engagement Process

Lecture 14 Exercise: Develop Your Customer/Sales Engagement Chart

Section 4: Conclusion

Lecture 15 Key Takeaways: Sales Methodologies

Lecture 16 Thank You for Taking the Course!

New and experienced sales managers, salespeople, and company leaders who seek to master, refresh, and implement enterprise sales methodology best practices.